What products and services, or best practices, will help you to integrate into your customers businesses, so that you can form a mutually beneficial supply partnership with them?

To be successful in sales today requires sales professionals, to allow their creative juices to flow, where they look for innovative ways to become an additional resource to their customers, so that they can integrate into their business and form a mutually beneficial partnership with them.

To effectively engage in Collaborative Selling, requires sales professionals to follow a new philosophy. This new philosophy is the guiding light, which guides their behavior and the way they interact with their customers. The approach to collaborative selling is built on the premise of co-operation, support and engagement, where both parties win.

The cornerstone of collaborative selling is based on developing and nurturing a meaningful partnership with all your customers.

What is your customers undesirable state before buying your product or service?

Examples:

Before investing in my Sales Enablement Services, sales teams performance and results are below expectations

Before engaging the services of a Courier company, an organisation is unable deliver their products to their customers

Think about your own business.

What is the undesirable state your customer experiences, before buying your product or service?

Example:

In the case of the optimised state my future customers will enjoy as a result of utilising my “Sales Enablement Solutions“, I do the following to integrate into their businesses.

“Sales Enablement“, encompasses far more than mere sales training.

As such it offers us the opportunity to do the following. All of which helps us to become an additional resource to our future customers, so that we can form mutually beneficial partnerships with them:

• We work with their marketing department on an ongoing basis, to build Sales Decks
• We continue to engage with the sales leadership team, to support them to become effective coaches to their sales team members
• We offer ongoing webinar support
• We offer weekly e-zines for 5 years after finishing a Sales Enablement Engagement
• We offer ongoing engagement in the form of videos, which the sales teams, watch during their sales meetings
• We deliver refresher “Sales Enablement Programs“, on an ongoing basis
• We continue to work very closely with organisations and as their markets and customers needs change, we are there all the way to support them with new innovative “Sales Enablement Solutions“

Think about the optimised state your future customers will enjoy after working with you and your organisation.

How can you utilise this to become an additional resource to your customers, where you integrate into their businesses and form a long term mutually beneficial partnership with them?

What capabilities (products, services and you), do both you and your organisation poses, that will support you to, “WOW” your customers, on an ongoing basis?

Before we can consider creating an unforgettable customer experience, we first need to completely understand our own “VALUE PROPOSITION“

We have explored this concept a few times already, so completing this should be pretty painless.

What is a “VALUE PROPOSITION”?

A “VALUE PROPOSITION“, is a detailed understanding about, all the benefits and advantages associated with using your product or service. Your “VALUE PROPOSITION“, is the construct, that supports you, to move your customers, from an undesirable state, to a more desirable one.

Example:

In my industry, customers know they need sales training, but they don’t want to take their sales team out of the field, unnecessarily.

To alleviate this concern, I work alongside each leader and sales team member. My objective, is to support learning, through repetition, without taking “ANY TIME” out of your sales teams day.

• In other words, I provide tools, such as audio books, daily emails and mobile videos for viewing throughout the day, when you have a break.
• I also, work within the schedules and time constraints of everyone, as far as possible.
• My adage is to be there at the exact time, when you need me. No more and no less.

I am sure that you get the idea.

Use the example above, as a guideline and describe in detail below, how you intend to start integrating into your customers businesses?

How you have you pushed things forward and made relevant changes to your product and service, so that it supports your customers to reach an optimised state, after choosing your solution?

We have explored this concept earlier, so it should be pretty quick for you to answer this question.

Selling is really simple, when you understand your customers “UNDESIRABLE STATE“, before buying your product or service and how by using your products and services, they will move to a far more desirable state, namely one where:

• They achieve an optimised bottom line
• They are able to improve the efficiencies of their team
• They are able to improve the effectiveness of their team
• They reduce costs
• They have the best solution, to meet their needs

Example:

• In the case of the drive industry, your extensive stock holding, allows you to offer impressive delivery schedules.
• This means that your customers, will save money, due to reduced downtime and lost production, when they experience breakdowns.
• The ability for your gearboxes to operate in high vibrational areas, without regular breakdown, means that their plant will break down far less. (You will need to prove this with case studies or recorded testimonials)

Example 2:

In the case of my own business, we have done the following:

• We have introduced new products, such as this multi-channel communication strategy, so that we can remain relevant and provide us customers with an innovative sales resource that will support them to engage their customers more effectively.
• We have also modified our learner delivery methodology, to include online training and webinars.
• We have created a more integrated approach towards deploying all of our sales support resources, so that all trainees gain the optimal learning benefit, due to repetition, but they do not waste much productive time at all.
• We effectively support our learners to convert consumption time (COMMUTING, etc.) into investment time (LEARNING)

I am sure you get the idea.

Please use the example, as a guide, to help you answer this question.

How you have you pushed things forward and made relevant changes to your product and service, so that it supports your customers to reach an optimised state, after choosing your solution?